Selling and Sales Management by David Jobber Author Geoffrey and Lancaster Author

Selling and Sales Management by David Jobber and Geoffrey Lancaster is a comprehensive guide to sales strategy and team leadership. The book addresses both the tactical elements of selling - how to build relationships with prospects, handle objections, and close deals - and the broader management challenges of running a sales organization effectively.

Jobber and Lancaster draw on academic research and practical industry experience to explain how sales professionals can develop sustainable competitive advantage. The text covers customer relationship management, sales force motivation, territory planning, and performance measurement. It examines the psychological principles underlying buyer behavior and shows how understanding these dynamics improves conversion rates and customer retention.

The book serves as both a reference for sales practitioners and a textbook for business students. Each chapter includes real-world examples and case studies that illustrate how organizations have applied these concepts to achieve measurable results. The authors emphasize that effective sales management requires alignment between strategy, processes, and people.

• Covers personal selling techniques and sales force organization
• Explores customer relationship management systems and data-driven sales
• Addresses recruitment, training, and motivation of sales teams
• Includes frameworks for compensation, quota setting, and performance evaluation
• Written by leading academics in sales and marketing

Available nationwide in Pakistan with Cash on Delivery. Order online and pay when your copy arrives at your door.